Who was the client?
Unify, formerly Siemens Enterprise Communications, is a global communications software and services company. Unify provide integrated communications and networking solutions for 75% of the Global 500.
Why does this help them to sell more or do more?
Insight Through to Sales helps Unify to sell more products to more people, by facilitating relevant and compelling conversations with their customers. By using and discussing insights that show they truly understand the needs of their customers, Unify are able to build the rapport and the trust necessary to progress their sales. And when buyers progress on their journey, the documents that sales need at each stage of the sale are ready and waiting within the tool. All this means more of Unify’s customers have the information and the confidence they need to buy; especially important for larger sales.
What did they want?
Unify wanted to increase their sales pipeline, shorten their sales cycles and create new relationships with their clients. Overall they wanted to make their marketing more effective.
What did we do to help them sell more and do more?
We used a segmented, insight led approach to help Unify sell to decision makers within their target accounts. Our research team were able to pull out the key things on the minds of, for example, a CFO in healthcare in the USA. We created a tool that let sales access these insights and learn about the Unify response to them. The tool then links to relevant Unify products and services, giving their sales teams the confidence to discuss not just the issues on their customers’ minds but Unify’s solution to the issues.